Exam 13: Personal Selling and Sales Promotion

Why does a firm's number of prospects always equal or exceed its number of actual customers?

Team selling is ideal when customer problems become more complex and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not, and they are better able to develop new opportunities.

The most effective consumer promotion tool is coupons.

Salespeople represent the company to the customers and also act as "champions" for customers' interests.

At Finley's Fine Goods, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer.The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with the customer.Which of the following steps should upper-level management at Finley's Fine Goods take to help bring the sales and marketing functions closer together? Establish a customer sales force structure. Establish a complex sales force structure. Create an inside sales force. Adopt a sales force automation system. Employ a high-level marketing executive to oversee the marketing and sales teams.

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.What is the sales force's workload? 40,000 calls 41,000 calls 50,000 calls 61,000 calls 71,000 calls

An example of a(n) ________ is a two meter high cardboard display of Cap'n Crunch next to Cap'n Crunch cereal boxes. sample POP promotion POP pack advertising specialty premium

How does mobile couponing benefit both consumers and marketers?

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. What sales force structure will work best for Reliable Tool?

Why do sales supervisors provide their salespeople with weekly, monthly, or annual call plans?

Sales management is responsible for supplying prospect leads to the sales force so salespeople can focus on qualifying prospects.

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________. incentives thinking meetings vocabularies and mannerisms teamwork

________ involves two-way, personal communication between salespeople and individual customers-whether face-to-face, by telephone, through video or web conferences, or by other means. Advertising Public relations Personal selling Mass marketing Direct marketing

Blue Star Supply Company wants its outside salespeople to spend more time with customers.One way for Blue Star to accomplish this goal would be to hire additional technical support people and sales assistants.

When a firm sets out to analyze, plan, implement, and control sales force activities, it is undertaking ________. marketing design sales force management team selling efforts co-op selling and advertising promotional objectives

Territorial sales force structures have many benefits.Which is the least likely of the following options? Travel expenses can be minimized. Each salesperson's job is clearly defined. Salespeople have the opportunity and incentive to build strong relationships with customers. Salespeople develop in-depth knowledge of a product line. Accountability is clearly defined for each salesperson.

At Garden and Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objectives are to grow relationships with existing customers while at the same time acquiring new business.Which of the following sales force compensation plans is most likely to encourage the sales force to pursue both of these objectives? straight salary straight commission salary plus bonus for customer satisfaction commission plus bonus for new accounts salary plus commission plus bonus for new accounts

The prospecting step in the selling process includes identifying and ________ the prospects. calling on qualifying preselling making an appointment with approaching

Stahl, Inc.has 1,000 Type-A accounts, each requiring 28 calls per year, and 2,200 Type-B accounts, each requiring 15 calls per year.If each salesperson at Stahl, Inc.makes 1,500 sales calls per year on average, approximately how many salespeople will be needed? 31 35 41 45 48

Why are more companies using team selling? What are the pros and cons of this approach?